TRAINING COURSE CATALOG

Where Do Product Ideas Come From?

When you come up with a new product idea, don’t ask, what should I sell next? Instead ask, what does the customer want to buy?

English (US)

10 Minutes

Effective Sales Skills

With effective sales skills, sales approaches can be very different depending on the selling situation.

English (US)

10 Minutes

Calculating Internal Rate of Return

The IRR is a discounted rate that makes the net present value (NPV) of cash flows from a project equal to zero.

English (US)

10 Minutes

Giving Your Best Presentation

As you grow in your career, one way to demonstrate your knowledge and abilities is by making presentations.

English (US)

10 Minutes

Sales Performance Management

In sales, you're likely focusing on closing the sale, which is important. But you also have to consider the customers' journey in this process - something that should be considered when measuring sales performance.

English (US)

15 Minutes

Promoting Ethical Behavior

Learn to ethically win the sale and create a win-win for your customer and your organization.

English (US)

10 Minutes

Managing Politics in Your Organization

In sales, you have to tackle organizational politics because it helps you influence results, optimism, and corporate culture.

English (US)

10 Minutes

Communicating Ethically

Ethical, straightforward communication should happen internally within your company and externally to your customers.

English (US)

10 Minutes

Utilizing Power and Influence Effectively

Are having power and using power the same? What if there was a manager who can reward or punish employees? What are the sources of one’s power over others?

English (US)

20 Minutes

Engaging Sales Presentations

Your product or service comes alive in an engaging sales presentation. Try and see the presentation as if you’re the prospect. In what ways can you delight or surprise your customer?

English (US)

15 Minutes

International Finance Considerations

If you’re working in an organization that has customers or prospects in other countries, do you understand exchange rates, how that impacts sales, and the creation of jobs in the economy.

English (US)

10 Minutes

Understanding Power and Dependency

Fortune named Steve Jobs the most powerful person in business. Jobs transformed no fewer than five different industries. He used six types of power: expert, legitimate, reward, referent, information, and coercive.

English (US)

10 Minutes

Using Power and Influence Ethically

The circumstances of power make it easy for misuse to occur. Legitimate from the position they hold, coercive from the ability to fire employees, and the ability to give raises and perks.

English (US)

10 Minutes

Designing Your Sales Approach

When someone decides to do business with your company, the customer is trusting you with their money. Furthermore, they’re trusting you above all other companies to help with their challenges.

English (US)

10 Minutes

Maximizing Cultural Awareness

If you want to be successful in international business, you’ll need to comprehend countries' cultural, economic, legal, and political differences. 

English (US)

10 Minutes

Digital Sales Approach

Today buyers and customers have changed more than we realize. Digital sales provides the ability to scale relationship building using social and digital channels.

English (US)

10 Minutes

Managing Yourself in Sales

In sales it’s important to look ahead and learn what the day-to-day activities are, identify what you need to help you partner with your customers, and achieve success yourself and your company. 

English (US)

10 Minutes

Social Selling

Consider social networks as visual maps of a relationship between individuals. Much of the organizational work that gets done is completed through informal networks.

English (US)

10 Minutes

Using SPIN Selling

The SPIN sales model was developed by focusing on successful and experienced sales professionals doing what they do best – selling. Today sales professionals incorporate the SPIN model into their sales process. 

English (US)

10 Minutes

Features and Benefits Using SPIN Selling

When presenting your product or solution, you want to tell your customer about the features and benefits (FAB) and how they’re a solution to a perceived problem.

English (US)

10 Minutes

Managing the Negotiators’ Dilemma

How to manage the negotiator's dilemma depends on whether you tell the truth and believe what other people say in a negotiation.

English (US)

10 Minutes

Fanatical Prospecting

People, not organizations or departments, are the basics of prospecting. It's key to find key individuals at each company when you're cold calling. 

English (US)

10 Minutes

Effectiveness vs. Efficiency

You work efficiently. The problem is that efficiency is only a small part of effectiveness, which is what we want to accomplish. Prioritizing your time for effectiveness is the next challenge.

English (US)

10 Minutes

Understanding the B2B Buying Process

Have you ever wondered how a global retail store like Zara decides which products will be in their stores for the spring season? How does a restaurant determine which beverages to offer? Or, how does Hewlett-Packard identify which parts it will use to manufacture its printers? The B2B buying process refers to a purchase made by an individual or a buying center on behalf of the company.  

English (US)

5 Minutes